The ICE system

The acronyme ICE stands for Identify, Clarify and Extend:

1. Identify Explicit Needs
   1. The goal is to identify if an explicit need really exists, examples:
   2. Would it help you to have a reliable source of supply?
   3. Do you need a faster machine?
2. Clarify Explicit Needs
   1. Why is that important to you?
   2. Could you tell me more about your need for flexibility?
   3. Do you want faster turnaround to save costs or to better utilize your other equipment
3. Extend Explicit Needs
   1. These questions invite the buyer to specify additional pay offs, examples:
   2. Is there any other way this would help you?
   3. Besides adding useful space, would the design enhance your image?

Using ICE thing of one of your Hot buttons or Features and start probing: